In my last entry, I shared an analogy of building a garage to make the point that any building or business needs a strong foundation to sustain itself. Building that strong foundation takes time and lots of energy. The reward however, is well worth it.
Most all reading this blog have children. You watched them grow from infant to toddler, teen to adult. At about 3 months old, we begin to “aid” these babies in their progress to crawl by placing them on the floor on their tummy. We “tease” them with toys to get them to begin to move. As they progress and crawl all around the house, our next training step is to stand them next to the coffee table or take their hands and begin the process of walking. These are tasks that, without our interference would eventually come about, but by taking them by the hand and providing the necessary environment and incentives for their success, we are ensuring that they will succeed without too many failures. There will be bumps and bruises, skin knees and scraps, but they will walk! And, if we have been “instructive” and supportive enough, they will RUN!
The same is true with our business. Take your team members by the hand, stand them next to the coffee table and support them as they take those first steps. Whether it be in their sales or in building their own team, they need a strong foundation to grow.
To build a team you must first make sure that each component is STRONGLY in place. To move up the ladder in leadership, each level has it’s qualifications. Don’t encourage or teach your recruits to “just” make the minimum. Work towards the “next” level of qualifications. Example – if you need $200 in sales for the first level and $250 for the next, push for the $250. You will be preparing yourself for future success by working a bit harder now. If the first level requires 3 orders, and then next is 5 orders, train your team so that you are getting those 5 orders now! This step can be the most difficult to achieve only if you stop adding business partners at 4 or 5. The law of averages tell us that to ensure your success in numbers, you MUST have the numbers. Build your team to 10, 12 or 15 and you will ensure not only the order count you need but, you will also ensure the total team sales needed to reach the first title level!
Take your “building” one step at a time. You wouldn’t try and install a door without first building the walls. Therefore, you must make sure that sales are solid and in place before you add the “doors and windows” (business partners). Your success and the success of your team will be more solid and secure if you build one step at a time. Crawl, walk, run!!
You just purchased a new car and realize that you need a place to keep it safe and out of the weather. You decide to build a garage. Garages are typically built with cinder or cement blocks as the foundation, if not the entire structure. Through a “little math” and some measurements, you calculate the number of blocks that you will need to purchase. Now, have you given thought to all that is needed to create the garage that you need to protect your vehicle not just next year, or for the five years of your auto loan, but for many years to come?
Imagine if the lumber yard delivers your blocks on Friday and you begin construction bright and early Saturday morning. You are eager to get started and get your car in your new garage. You start laying the blocks, one on top of the other stacking them to the height and width of your drawing (blueprint). Very shortly you realize that your plan was not well thought out, and your walls begin to crumble. Several blocks actually break under pressure and are no longer usable or of any use to your plan. Now what. Do you go back to the store and purchase a few more blocks and continue along the same line? Or, maybe you stop and look at your plan and decide you need to re-evaluate your construction and start again. However, you still follow the same structure plan and again, maybe adding a few new materials but still your building begins to crumble.
By now, you have realized that you need some help, some tools and materials to create a stronger and more reliable structure. You get cement, some rebar and your new plan now has you staggering the blocks instead of placing them one on top of the other. Your walls begin to take shape, they are standing tall on their own, and your garage is now beginning to look like the structure your imagined, a place secure for your new car.
This analogy is to show you that you need to build a strong business the way you build any strong structure. You need the proper tools, the right plan, and the knowledge to put them all together in the correct way.